Бенчмарки конверсии по отраслям (2026): как их читать

The short version: there is no one good conversion rate. Published benchmarks range from under 1 percent for enterprise B2B software to over 12 percent for high-intent landing pages, because industry, traffic source, device, and funnel stage each move the number on their own. The figures below are compiled from named public research, each attributed and flagged to re-verify. Read them by segment, never by a single blended average.

These are industry figures compiled from public, third-party research. Nothing in this article is proprietary Thabrew Effect client data. It is a curated, attributed roundup, built the way a benchmark article should be: every claim traceable to a named source a reader can check.

What is a good conversion rate for your industry?

Cross-channel lead generation data from Ruler Analytics, drawn from over 110 million tracked sessions and 5 million conversions across 13 industries, puts the blended average at 5.13 percent, with legal and automotive leading and travel trailing furthest behind (Ruler Analytics, to re-verify).

Ruler's figure is a multi-touch view of forms and calls together, which is worth noting before comparing it to anything else in this article: legal converts well here partly because 56.3 percent of its conversions arrive by phone, not by form, a detail Ruler's own data breaks out by industry (Ruler Analytics, to re-verify). A table that only counted form fills would rank legal lower. The number is only as useful as the definition sitting underneath it.

How does B2B compare to B2C?

B2B tends to convert lower on a visitor basis and higher on value per conversion. First Page Sage's 2026 report tracks visitor-to-lead rates across 24 B2B industries using client data gathered between January 2022 and August 2025, and finds legal services converting at roughly seven times the rate of B2B software (First Page Sage, to re-verify).

A 1.1 percent visitor-to-lead rate for B2B SaaS is not a failing number. It sits beside longer sales cycles, higher contract values, and more people in the buying decision, all of which First Page Sage names as the reason B2B software clears such a different bar than legal or staffing (First Page Sage, to re-verify). Judge a B2B number against B2B peers, never against a blended average built mostly from B2C traffic.

What does ecommerce look like specifically?

Ecommerce benchmarks split hard by platform, device, and vertical. Littledata's analysis of roughly 2,800 Shopify stores puts the average store conversion rate at 1.4 percent, with the top 20 percent of stores clearing 3.2 percent and the top 10 percent clearing 4.7 percent (Littledata, to re-verify). Ruler Analytics' broader, multi-platform retail and ecommerce figure lands higher, at 2.4 percent, which is a reminder that "ecommerce conversion rate" means something slightly different depending on whether the sample is Shopify-only or blended across platforms (Ruler Analytics, to re-verify).

Desktop converting at 1.9 percent against mobile's 1.2 percent, on Littledata's figures, does not mean mobile traffic is less valuable. It usually means mobile carries more early-stage browsing and desktop carries more of the actual checkout, especially on higher-consideration purchases. Read the gap as a funnel-stage signal, not a verdict on the channel.

How much does traffic source change the number?

A lot. Ruler's 2026 dataset shows AI referral traffic converting highest at 5.8 percent, narrowly ahead of paid search at 5.4 percent, with paid and organic social both trailing under 2.3 percent (Ruler Analytics, to re-verify). Unbounce's landing page data tells a compatible story from a different angle: across 41,000 landing pages and 464 million tracked visits, email-driven landing pages convert at 19.3 percent, well ahead of paid social at 12 percent (Unbounce, to re-verify). WordStream's Google Ads benchmark, refreshed against campaigns run between April 2025 and March 2026, puts the average paid search conversion rate at 7.52 percent across roughly 20 industries, with Automotive Repair, Service and Parts topping the table at 14.67 percent (WordStream, to re-verify).

Three sources, three different numbers for "paid search," and all three are correct. Ruler measures cross-industry leads and calls. WordStream measures Google Ads specifically. Unbounce measures the landing page a click lands on, not the ad or the account. None of them contradict each other. They are measuring different links in the same chain, and the label "conversion rate" does not tell you which link on its own.

What if the business runs on free trials, not forms?

SaaS free trial and freemium benchmarks behave nothing like a form-fill rate, which is exactly why lumping SaaS in with ecommerce or lead gen produces nonsense averages. First Page Sage's SaaS report, built from 86 companies (71 percent B2B, 29 percent B2C) tracked between the first quarter of 2022 and the third quarter of 2025, finds a wide gap between trial types: opt-out trials, which require a card upfront, convert to paid at 48.8 to 51 percent, while opt-in trials with no card convert at 17.4 to 18.2 percent, and freemium's free-to-paid step trails both at 2.6 to 2.8 percent (First Page Sage, to re-verify).

That 48.8 percent is not a friendlier product experience beating a stingier one. It is friction working as a filter. Requiring a card upfront removes casual sign-ups before the trial starts, so the people left in the funnel were already close to buying. A higher rate on a smaller, more qualified pool is a different achievement than a lower rate on a wide-open one, and the two should never be compared as if they were the same contest.

Why is a single "average conversion rate" close to meaningless?

Because every number above answers a different question. "What percentage of this specific traffic, on this device, at this funnel stage, took this specific action" is a precise, useful question. "What is the average conversion rate" strips out all four variables and leaves a figure that fits no actual business. A legal firm's 7.9 percent and a B2B software company's 1.1 percent are not one industry outperforming another. They are two different games with different rules for what counts as a win (Ruler Analytics; First Page Sage, both to re-verify). Before comparing a number to anything, settle what it measures: industry, channel, device, and funnel stage, in that order.

How should a target actually get set?

Four steps, applied in order:

1. Find the closest matching row. Match on industry first, then channel, then device, then funnel stage. A rough match on all four beats a perfect match on one.
2. Treat the published average as a floor, not a goal. Littledata's own figures show Shopify's top 10 percent of stores converting more than three times the average (Littledata, to re-verify). The average describes where most sites sit, not where a well optimized one should land.
3. Anchor to a business's own history before any external number. A site's own trailing conversion rate, tracked consistently over time, is the single most reliable benchmark it has. External data sets the shape of what is achievable. A business's own baseline sets the pace of improvement.
4. Re-test the target as intent changes. A campaign aimed at cold awareness traffic and one aimed at branded search will never share a sensible target, even inside the same business. Set the number per audience, not once for the whole site.